Tom Thon

Supporter
DISC Type : s

Partner at Sandler Training by The Ruby Group, LLC.

Columbus, Ohio Metropolitan Area, United States

Overview

Tom Thon is a Partner at Sandler Training, where he coaches businesses on sales strategy and development. He leverages an extensive background as a senior sales executive in the media industry with companies like iHeartMedia and Clear Channel Outdoor. He holds Sandler Silver and Bronze certifications from his training at Ohio University.

An alumnus of Ohio University, Tom was an active member of the Beta Theta Pi fraternity and has given back to his alma mater by serving as a Visiting Professor. He was recognized during his time there with the Outstanding Greek Leader Award.

Unique fact: Tom has been praised by clients for his direct impact, with one mentee setting a company record for sales in their first year under his coaching.

Personality Overview

Procedural

Thoughtful In Approach

Social Proof Driven

They are motivated by the potential impact of their decision on the organization.  They are unlikely to become strong champions as they don't prefer pushing other people. They prefer to follow rules and procedures.

Topics They Care About

Sales Process Improvement
His focus is on helping businesses fix issues like lack of accountability and developing new business plans to shorten sales cycles and avoid competing on price.
Sales Team Development
He frequently posts about the importance of attracting, retaining, and inspiring great salespeople to ensure they are engaged and successful in their roles.
Media and Advertising
He has a deep background in the media industry, having served as a Senior Vice President of Sales for major companies like iHeartMedia and Clear Channel Outdoor.

Media Appearances

Tom has no verified media appearances

Work History

Partner at Sandler Training by The Ruby Group, LLC.
Senior Vice President Sales at Orange Barrel Media
Vice President and General Manager at Clear Channel Outdoor
Senior Vice President of Sales and Operations at Townsquare Media
Senior Vice President of Sales and Operations at iHeartMedia

Education

Bachelor of Science from Ohio University

More Information

Social Presence :

Prographics :

Exp : N/A Location : Columbus, Ohio Metropolitan Area, United States Job Level : Leadership Designation : Partner at Sandler Training by The Ruby Group, LLC.
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Insights For Selling To Tom

During A Call Or A Meeting

DO's

  • Use phrases like ‘others say that’, ‘zero risk in’, ‘seen proof of’ etc.
  • Focus your pitch on the impact that you could help them have on their organization
  • Engage other key stakeholders on their side and leverage if they approve of your product

DONT's

  • Avoid saying anything that sounds like a risky proposition
  • Don’t use phrases like ‘there might be’, ‘we haven’t yet’, ‘latest technology’ etc.
  • Don’t rush them to make quick decisions

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Tom is

  • Low-risk, go-ahead from other stakeholders and successful evaluation as per process matter the most to them.
  • Will you ever get a clear answer from Tom

  • They don’t say no very often, and can take you around in circles sometimes.

Insights For Deal Planning

    How fast (or slow) will Tom move?

  • They do not like to rush and can be quite slow in their decision making.

  • Can Tom take some risk or not?

  • They have little risk-appetite and prefer to take decisions that others support.

You And Tom

Personality Compatibility


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